Sell the Replacement, Not Just the Removal
This week TCI Magazine ran a personal column from an ISA Certified Arborist in South Carolina. It is an opinion piece rather than a news report, but the idea is useful.
The problem
When a homeowner loves a tree that has to come down, a technical explanation about decay or risk often does not land. The conversation becomes about loss.
The approach in the column
The author now moves the conversation toward what will be planted next. The customer helps pick the replacement tree, and it is planted before or right after the removal. The column also points out that many fast-growing water oaks planted decades ago are failing around the same time.
What it means for your business
- A better experience. The customer remembers the new tree, not just the loss.
- A bigger job. Replacement planting is extra work you can price and offer.
- Better reviews. "They planted a new tree for us" is the kind of detail customers write about.
Try it
Add a replacement option to your estimates. Photograph the planting and ask for a review that mentions it. This is one arborist's approach, so test it with your own customers before making it standard.